Quora Answer: How Do I Handle a Golf Game with a High Net Worth Potential Client?

The following is my answer to a Quora question: “I will be going to play golf with a very high net worth potential client this weekend.  How should I approach the game?  Should I let him win?”

It depends on what sort of person he is.  If you are invited to such a game, it means he is considering doing business with you, and he wants to judge your temperament, decision making, and integrity.  If you are caught cheating, if you lose your composure at a bad shot, if you are rude to people under pressure, there will not be another game of golf.  If you feel that you must let him win, be self-effacing about it, and never make it obvious that you are not doing your best.  It has to be believable, and not contrived.  You also have to understand that when clients want to discuss major deals, with a high degree of confidentiality and total deniability of what is said, they either bring you to play golf, or deep-sea fishing.  Out on the golf course, it is a challenge for people to overhear the conversation, just like on a boat out at sea.  Situations like these are where deals are made.  Boardrooms are places to formalise the paperwork.